Under the background of intensified market volatility and continuous pressure of industry competition, Donghua Science and Technology insists on tapping potential inward and seeking quality and efficiency, focusing on the overall layout and coordinated promotion of the three major sectors of calcium-based resources, special materials and clinker production. By optimizing the allocation of resources, extending the industrial chain, strengthening technical support and fine cost control, we will continue to consolidate our own development foundation, enhance the resilience of development through systematic reform and continuous improvement, promote the operation to maintain steady progress, and gradually form a new development pattern of supporting stable efficiency with capacity improvement and hedging market fluctuations with internal mutual assistance.
Facing the severe situation of the continuous decline of the calcium stone market and the intensification of price fluctuation, Donghua Science and Technology did not simply rely on "waiting for the market and competing for the price", but based on the resource endowment and industrial positioning, through the multi-dimensional efforts of stabilizing resources, optimizing the structure, strengthening synergy and controlling costs, Donghua Science and Technology has made great efforts. Efforts should be made to hedge risks and stabilize benefits in the downward cycle.
By completing the long-term renewal of mining rights, the company has laid a long-term foundation for subsequent capacity expansion and product extension. The construction of green mines has passed the provincial acceptance with high scores, and the mining organization and seam collocation have been continuously optimized, which not only ensures the sustainable utilization of resources, but also reduces the unit mining cost, leaving enough room for resisting price fluctuations.
On the market side, the company adheres to the strategy of "stable quantity, not blind, effective and not aggressive", and hedges the single market risk by optimizing the customer structure. On the one hand, the Company will take the initiative to consolidate the "ballast stone" role of long-term cooperative customers, and implement the supply responsibility to people and quantity to ensure the stability of basic sales; on the other hand, the Company will actively expand direct customers, form a multi-regional, multi-industry and multi-level customer structure, and avoid dependence on a single market and a single price system. In the downward stage of the market, the basic market of production and marketing has been effectively stabilized by "stabilizing the quantity and changing the quantity for stability".
At the same time, the company is also aware of the realistic pressure of "involution" of low value-added products, and actively promotes the optimization of product structure. In view of the limited outlet of low calcium stone, we should increase the proportion of stable channels such as industrial calcium stone and Donghua internal supply by subdividing the use of particle size and accurately matching downstream demand, so as to reduce inefficient competition. At the same time, the prospective layout of the project with an annual output of 500000 tons of calcium-based powder materials will promote the transformation of resources from "selling raw stones" to "selling materials", build a new value growth point for enterprises, and fundamentally reduce the sensitivity to price fluctuations.
"We actively introduce lean management, through strengthening cost control and fiscal and taxation planning, to achieve structural adjustment, capacity building and synergy, in the context of price decline, use" cost decline "to hedge" price decline "and enhance the ability to resist pressure." Li Jun, general manager of Donghua Science and Technology Kunyu Rock Foundation Company, said. While consolidating the calcium stone market
, Donghua Science and Technology will focus on the "special" market with huge potential. Under the background of continuous pressure on the market of special materials and intensified price fluctuations, Donghua Science and Technology is soberly aware that it is difficult to support sustainable development by relying solely on price competition and scale expansion. It is necessary to shift from "price competition" to "material + process + service" to hedge market risks with differentiated capabilities and build a stable profit base.
(Donghua Science and Technology Special Materials won the Science and Technology Progress Award of Shandong New Material Industry Association)
Around this idea, the company takes special inorganic materials as a breakthrough, continuously improves the added value and technical content of products, and actively gets rid of the dependence on a single price system. They take "focusing on scenarios, cultivating customers and transforming orders" as the core, focusing on the characteristics of special materials, accurately locking in the core scenarios of mine infrastructure, roadway support and filling mining, and actively develop new customers through the marketing mode of "precise customer stratification and whole process control", focusing on following up the use of products. Improve customer conversion rate and market share.
High quality is the magic weapon to win the market. Focusing on complex working conditions and high-risk operation scenarios in coal mines, the company gradually cuts into key coal mine processes such as water plugging, reinforcement and hole sealing through the application of products such as inorganic bicomponent quick-setting slurry, underwater non-dispersible slurry and nanocrystalline slurry, and embeds the value of materials into the core links of construction, so as to make special products change from "substitutes" to "key support".
"We set up a special application class to implement the" one mine, one policy "to provide customers with supporting technical solutions and on-site service support, so that the efficiency of special materials products is more prominent, and become an important part of the overall construction solution. This model effectively improves customer stickiness and hedges the downward pressure of the market. Zhang Guanglei, general manager of Donghua Technology Development Company, said. In terms of
internal synergy, the company actively relies on the advantages of Shandong energy platform to promote the circular application of special inorganic materials in the northwest, Luxi, Yankuang and other systems, and to hedge the uncertainty of the external market by stabilizing demand. At the same time, around the differentiated pricing strategy, we should build a gradient system of high-end, middle-end and basic products, so that different products have their own fulcrums in different market environments, so as to avoid "one price to the end, the whole line under pressure". Since
this year, Donghua Science and Technology Clinker Business Department has refined its "hard skills" such as comprehensive utilization of energy, fuel substitution, lean management and control, and special products, and used deterministic internal improvement to hedge external uncertainties and build a "moat" to resist volatile markets.
(Donghua Science and Technology Clinker Business Department)
The company's clinker business department continues to improve the level of waste heat power generation and power consumption management, using "self-use + electricity price optimization" to hedge the downward profit squeeze of the market. Focusing on the promotion of waste heat power generation, they adhered to the problem-oriented approach to tackle key bottlenecks such as the competition between second-line coal mills and power generation, and dealt with them accurately to promote the steady increase of the level of clinker power generation per ton. From January to November, the power generation increased by 8.23% compared with the same period last year. At the same time, with the eight-step method of project management as the starting point, the benchmarking diagnosis of electricity charges is carried out, and the unit price of electricity is systematically reduced from the key links of operation, such as peak avoidance and valley filling, negotiation of basic electricity price and control of upper limit of demand, which is expected to save 1.7 million yuan in the whole year.
Fuel substitution is the key channel to "reduce costs, reduce emissions and increase revenue", and the company's clinker business department calculates not only economic accounts, but also environmental protection accounts, but also long-term accounts. On the basis of stable operation of existing hazardous waste with calorific value and fly ash with high and low calorific value, they purchased a variety of alternative fuels to supplement and expand, forming a win-win pattern of "hazardous waste disposal + coal saving and carbon reduction". Since May, the fuel substitution rate has remained stable at more than 7%, and the volume of hazardous waste liquid with calorific value has increased and stabilized after improvement, effectively enhancing the application level of fuel substitution.
More importantly, they take the initiative to jump out of the homogeneous clinker competition, relying on the starting and first-mover advantages of special product research and development, while meeting the individual needs of the market, through the fine control of ingredients and processes, t he quality improvement can be transformed into cost reduction, product differentiation can be transformed into bargaining power, and the product quality can be improved. For enterprises in the low production operation and price fluctuation cycle to win more room for manoeuvre.
"Calcium-based industry provides stable and high-quality raw material support for clinker production, and the research and development and application of special materials are linked by the production of special clinker. The three industries support each other and coordinate with each other to build an efficient and smooth internal circulation system." Sun Ke, secretary and chairman of the Party Committee of Donghua Science and Technology, said that on this basis, Donghua Science and Technology has continuously consolidated its cost and technological advantages, providing a solid support for the continuous development of external markets and the cultivation of new growth space.
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